Issue-packaging agenda and strategies in multi-issue negotiation:
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Abschlussarbeit Buch |
| Sprache: | English |
| Veröffentlicht: |
Berlin
2017
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| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XVI, 275 Seiten Diagramme |
Internformat
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| 245 | 1 | 0 | |a Issue-packaging agenda and strategies in multi-issue negotiation |c vorgelegt von Hong Zhang |
| 264 | 1 | |a Berlin |c 2017 | |
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Datensatz im Suchindex
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| adam_text | TABLE OF CONTENTS
1
INTRODUCTION...........................................................................................................
1
1.1 THE UBIQUITY OF NEGOTIATION IN REAL-LIFE AND EXTANT NEGOTIATION
RESEARCH
.......
1
1.2 MULTIPLE ISSUES IN NEGOTIATION AS A DOUBLE-EDGED SWORD
...................................
2
1.2.1 PROS: MAXIMIZING THE INTEGRATIVE OPPORTUNITY AND ENLARGING THE
*PIE* ..3
1.2.2 CONS: AGGRAVATING NEGOTIATORS* COGNITIVE LOAD AND INCREASING THE
COMPLEXITY................................................................................................................
5
1.2.3 RESEARCH QUESTIONS: ISSUE MANAGEMENT AND OPTIMAL AGENDA SETTING
FOR
MULTI-ISSUE
NEGOTIATION............................................................................................7
1.3 RESEARCH APPROACH: A SERIES OF LABORATORY EXPERIMENTS IN A
BUYER-SELLER
NEGOTIATION
SCENARIO.........................................................................................................
9
1.3.1 DISPARATE RESEARCH METHODS IN NEGOTIATION RESEARCH
............................
10
1.3.2 LABORATORY EXPERIMENTS AS THE RESEARCH APPROACH
................................
13
1.4
OVERVIEW: RESEARCH PROCESS AND DISSERTATION STRUCTURE
..................................
15
2 THEORETICAL FOUNDATION AND
BACKGROUND...........................................................19
2.1 NEGOTIATION AS AN IMPORTANT MECHANISM TO MANAGE
CONFLICT........................19
2.1.1 DISTRIBUTIVE NEGOTIATION
...........................................................................
21
2.1.2 INTEGRATIVE NEGOTIATION
..............................................................................
25
2.1.3 FOCUSING ON DYADIC MULTI-ISSUE NEGOTIATIONS IN THE CURRENT STUDIES
.... 29
2.2 A BEHAVIOR NEGOTIATION MODEL AS THE REFERENCE FRAMEWORK
..........................
31
2.2.1 NEGOTIATION CONTEXT: STATIC FEATURES OF NEGOTIATIONS
.............................
34
2.2.1.1 STRUCTURAL
VARIABLES....................................................................34
2.2.1.2 PEOPLE AS
CONTEXT.......................................................................36
2.2.2 NEGOTIATORS: DYNAMIC FEATURES OF
NEGOTIATIONS......................................38
2.2.2.1 INTERACTION
PROCESSES................................................................38
2
.
22.2 NEGOTIATOR
COGNITIONS...............................................................39
2.2.3 NEGOTIATION
OUTCOMES..............................................................................
42
2.2.3.1 OBJECTIVE MEASURES: ECONOMIC
OUTCOMES...............................43
2.2.3.2 SUBJECTIVE MEASURES: SOCIAL PSYCHOLOGICAL VALUE
.....................
47
2.3 ADAPTING THE FRAMEWORK TO THE CURRENT DISSERTATION
......................................
49
2.3.1 NEGOTIATION ISSUES AS A CONTEXTUAL
FACTOR................................................50
2.3.1.1 NUMBER OF ISSUES IN NEGOTIATION
............................................
51
2.3.1.2 NEGOTIATION AGENDA: ISSUE FORMAT AND SEQUENCE
...................
52
2.3.2 NEGOTIATORS* COGNITION AND EMOTIONS AS DYNAMIC FACTORS
.....................
55
2.3.2.1 NEGOTIATORS* FIXED-PIE
BIAS....................................................... 57
2
.
3.22 NEGOTIATORS*
EMOTIONS..............................................................58
2.4 INTERIM
CONCLUSION............................................................................................
59
STUDY 1: ISSUE-PACKAGING AGENDA AND PACKAGE SYMMETRY IN NEGOTIATIONS
...62
3.1 THEORETICAL FOUNDATION AND HYPOTHESES DEVELOPMENT
....................................
64
3.1.1 AGENDA SETTINGS IN MULTI-ISSUE
NEGOTIATION.............................................64
3.1.1.1 SEQUENTIAL AGENDA
.....................................................................
66
3.1.1.2 SIMULTANEOUS
AGENDA.................................................................67
3.1.1.3 ISSUE-PACKAGING
AGENDA............................................................69
3.1.2
PRIORITIES IN ISSUE PACKAGES: SYMMETRIE OR ASYMMETRIC
.........................
70
3.1.3 JUDGMENT ACCURACY AS A POTENTIAL EXPLANATORY MECHANISM UNDERLYING
THE EFFECTS OF SYMMETRIE OR ASYMMETRIC PRIORITIES IN PACKAGES ON
NEGOTIATION
OUTCOMES...............................................................................................................
73
3.2
METHOD................................................................................................................76
3.2.1 PARTICIPANTS AND RESEARCH DESIGN
.............................................................
76
3.2.2 NEGOTIATION TASK AND
DESIGN....................................................................
77
3.2.3 PROCEDURE AND MATERIALS
79
3.2.4
MEASURES..................................................................................................82
3.2.4.1 MEASUREMENT OF DYADIC ECONOMIC NEGOTIATION OUTCOMES .... 82
3.2.4.2 MEASUREMENT OF THE MEDIATING VARIABLE: NEGOTIATORS*
INTEGRATIVE JUDGMENT ACCURACY
...............................................................
84
3.2.4.3 UNUSED VARIABLES
.....................................................................
85
3.3 ANALYSES AND
RESULTS.........................................................................................86
3.3.1 MANIPULATION
CHECK..................................................................................
86
3.3.2 DATA ANALYSES FOR DYADIC ECONOMIC NEGOTIATION OUTCOMES
...................
86
3.3.3 DATA ANALYSES FOR MEDIATING EFFECTS
........................................................
90
3.4 DISCUSSION AND INTERIM CONCLUSION OF STUDY 1: GOOD THINGS COME IN
SMALL
PACKAGES* AND SYMMETRIE PRIORITIES BRING ABOUT A BETTER
RESULT................................92
STUDY 2: THE CRUCIALITY AND ORDER OF ISSUE PACKAGES IN NEGOTIATION
..............
97
4.1 THEORETICAL FOUNDATION AND HYPOTHESES
DEVELOPMENT..................................99
4.1.1 THE ORDER OF ISSUE PACKAGES TO BE NEGOTIATED
.....................................
99
4.1.1.1
PREVIOUS RESEARCH ON ISSUE SETTLEMENT SEQUENCE IN MULTI-ISSUE
NEGOTIATION....................................................................................................
100
4.1.1.2 ISSUE-PACKAGING NEGOTIATION: THE CRUCIAL PACKAGE FIRST OR THE
LESS CRUCIAL
FIRST?......................................................................................104
4.1.2 JUDGMENT ACCURACY AS A POTENTIAL EXPLANATORY MECHANISM FOR THE
EFFECT
OF PACKAGE SEQUENCING ON
OUTCOMES.................................................................106
4.1.3 NEGOTIATOR EMOTION AS A POTENTIAL EXPLANATORY MECHANISM FOR THE
EFFECT OF PACKAGE SEQUENCING ON OUTCOMES
......................................................
108
4.1.3.1 POSITIVE EMOTIONS AS A PREDICTOR OF NEGOTIATION OUTCOMES. 109
4.1.3.2 NEGATIVE EMOTIONS AS A PREDICTOR OF NEGOTIATION OUTCOMES 110
4.1.3.3 EMOTIONAL CONTEXT IN ISSUE PACKAGE NEGOTIATION WITH DIFFERENT
ISSUE PACKAGE ORDERS AND ITS INFLUENCE ON NEGOTIATION OUTCOMES
......
111
4.2 METHOD.
112
4.2.1 PARTICIPANTS AND RESEARCH DESIGN
...........................................................
112
4.2.2 NEGOTIATION TASK AND DESIGN
..................................................................
113
4.2.3 PROCEDURE AND
MATERIALS
.........................................................................
115
4.2.4
MEASURES..................................................................................................
117
4.2.4.1 MEASUREMENT O F DYADIC ECONOMIC NEGOTIATION OUTCOMES ..117
4.2.4.2 MEASUREMENT OF THE MEDIATING VARIABLES: NEGOTIATORS*
INTEGRATIVE JUDGMENT ACCURACY, AND EM
OTION.......................................117
4.2.5 UNUSED VARIABLES
.....................................................................................
119
4.3 ANALYSES AND
RESULTS.......................................................................................
119
4.3.1 MANIPULATION
CHECK.................................................................................119
4.3.2 DATA ANALYSES FOR DYADIC ECONOMIC NEGOTIATION OUTCOM ES
.................
120
4.3.3 DATA ANALYSES FOR MEDIATING
EFFECTS.......................................................122
4.4 DISCUSSION AND INTERIM CONCLUSION OF STUDY 2: *SAVING THE MOST
CRUCIAL FOR
LAST* IS BETTER THAN *GETTING STRAIGHT TO THE POINT*
....................................................
126
5 STUDY 3: ISSUE PACKAGING AND PACKAGING-BASED TACTICS IN MULTI-ISSUE
NEGOTIATION.................................................................................................................
130
5.1 THEORETICAL FOUNDATION AND HYPOTHESES DEVELOPMENT
.................................
132
5.1.1 ISSUE PACKAGING PRIOR TO THE
NEGOTIATION...............................................132
5.1.2 ISSUE PACKAGING IN THE MIDST OF THE NEGOTIATION
..................................
134
5.1.3 COGNITIVE LOAD: PERCEIVED TASK DIFFICULTY AND REQUIRED EFFORT
..............
135
5.1.4 COGNITIVE BIAS: FIXED-PIE
PERCEPTIONS.....................................................138
5.1.5 ISSUE-PACKAGING-BASED NEGOTIATION
TACTICS............................................141
5.1.5.1 SYMMETRIC-PACKAGE-PRIORITIES TACTIC
.......................................
142
5.1.5.2 LESS-CRUCIAL-FIRST TACTIC
............................................................
142
5.2 METHOD. 143
5.2.1 PARTICIPANTS AND RESEARCH DESIGN
...........................................................
143
5.2.2 NEGOTIATION TASK AND
DESIGN..................................................................144
5.2.3 PROCEDURE AND
MATERIALS.........................................................................146
5.2.4
MEASURES..................................................................................................149
5.2.4.1 MEASUREMENT OF DYADIC ECONOMIC NEGOTIATION OUTCOMES .. 149
5.2.4.2 MEASUREMENT OF THE MEDIATING VARIABLES: NEGOTIATORS*
PERCEIVED TASK DIFFICULTY, PERCEIVED REQUIRED EFFORT AND INTEGRATIVE
JUDGMENT
ACCURACY..................................................................................
149
5.2.4.3 COMBINATION AND ORDER OF ISSUE PACKAGES
..........................
151
5.2.5 UNUSED
VARIABLES.....................................................................................
153
5.3 ANALYSES AND
RESULTS.......................................................................................153
5.3.1 MANIPULATION CHECKS
..............................................................................
153
5.3.2 DATA ANALYSES FOR DYADIC ECONOMIC NEGOTIATION OUTCOMES
.................
155
5.3.3
DATA ANALYSES FOR HYPOTHETICAL MEDIATORS
.............................................157
5.3.3.1 PERCEIVED TASK DIFFICULTY AND ITS MEDIATING EFFECTS
................
157
5.3.3.2 PERCEIVED REQUIRED EFFORT AND ITS MEDIATING
EFFECTS..............161
5.3.3.3 INTEGRATIVE JUDGMENT ACCURACY AND ITS MEDIATING EFFECTS
....
164
5.3.4 DATA ANALYSES FOR PACKAGING-BASED
TACTICS............................................165
5.3.5 EXPLORATORY ANALYSIS FOR THE REPACKAGING BEHAVIOR IN THE PACKAGING
+
PACKAGING
CONDITION............................................................................................166
5.4 DISCUSSION AND INTERIM CONCLUSION OF STUDY 3: PACKAGING PRIOR TO THE
NEGOTIATION AND PACKAGING-BASED NEGOTIATION TACTICS
................................................
167
DISCUSSION..........................................................................................................
170
6.1 GENERAL DISCUSSION: ISSUE-PACKAGING AGENDA AND ISSUE PACKAGING IN
NEGOTIATION....................................................................................................................170
6.1.1 ISSUE PACKAGING NEGOTIATION AND PACKAGE SYMMETRY IN NEGOTIATIONS.
173
6.1.2 THE CRUCIALITY AND ORDER OF ISSUE PACKAGES IN NEGOTIATION
................
174
6.1.3 ISSUE PACKAGING AND PACKAGING-BASED TACTICS
.......................................
175
6.2 THEORETICAL CONTRIBUTIONS TO NEGOTIATION RESEARCH
........................................
177
6.3 PRACTICAL IMPLICATIONS
......................................................................................
179
6.4
LIMITADONS........................................................................................................
182
6.5 RECOMMENDATIONS FOR FUTURE RESEARCH
..........................................................
184
7
REFERENCES...........................................................................................................
185
8
APPENDICES..........................................................................................................
212
A L.L STUDY 1: INSTRUCTION PAGE OF THE NEGOTIATION TASK IN THE
SIMULTANEOUS AGENDA
CONDITION.......................................................................................................................
212
AL .2 STUDY 1: INSTRUCTION PAGE OF THE NEGOTIATION TASK IN THE
ISSUE-PACKAGING
AGENDA CONDITION WITH THE SAME
PRIORITIES..................................................................214
AL .3 STUDY 1: INSTRUCTION PAGE OF THE NEGOTIATION TASK IN THE
ISSUE-PACKAGING
AGENDA CONDITION WITH DIFFERENT
PRIORITIES.................................................................218
AL .4 STUDY 1: NEGOTIATION
CONTRACT.........................................................................222
A L.5 STUDY 1: POST-NEGOTIATION QUESTIONNAIRE
........................................................
223
AL .6 STUDY 1: ITEMS AND FACTOR LOADINGS FOR UNUSED VARIABLES
..............................
230
AL .7 STUDY 1: DESCRIPTIVE STATISTICS AND CORRELATIONS FOR UNUSED
VARIABLES
.........
231
A2.1 STUDY 2: INSTRUCTION PAGE OF THE NEGOTIATION TASK IN THE
CRUCIAL-LATER
CONDITION.......................................................................................................................
232
A2.2 STUDY 2: INSTRUCTION PAGE OF THE NEGOTIATION TASK IN THE
CRUCIAL-FIRST
CONDITION.......................................................................................................................
234
A2.3 STUDY 2: NEGOTIATION
CONTRACT.........................................................................236
A2.4 STUDY 2: MID-NEGOTIATION QUESTIONNAIRE
.........................................................
237
A2.5 STUDY 2: ADDITIONAL INFORMATION IN THE CRUCIAL-LATER CONDITION
238
A2.6 STUDY 2: ADDITIONAL INFORMATION IN THE CRUCIAL-FIRST CONDITION
.....................
240
A2.7 STUDY 2: POST-NEGOTIATION
QUESTIONNAIRE.........................................................242
A2.8 STUDY 2: ITEMS AND FACTOR LOADINGS FOR UNUSED VARIABLES
...............................
248
A2.9 STUDY 2: DESCRIPTIVE STATISTICS AND CORRELATIONS FOR UNUSED
VARIABLES
.........
249
A3.1 STUDY 3: INSTRUCTION PAGE OF THE NEGOTIATION TASK IN THE
SIMULTANEOUS +
SIMULTANEOUS
CONDITION...............................................................................................
250
A3.2 STUDY 3: INSTRUCTION PAGE OF THE NEGOTIATION TASK IN THE
SIMULTANEOUS +
PACKAGING
CONDITION.....................................................................................................
254
A3.3 STUDY 3: INSTRUCTION PAGE OF THE NEGOTIATION TASK IN THE PACKAGING
+
SIMULTANEOUS
CONDITION...............................................................................................
258
A3.4 STUDY 3: INSTRUCTION PAGE OF THE NEGOTIATION TASK IN THE PACKAGING
+
PACKAGING
CONDITION....................................................................................................262
A3.5 STUDY 3: MID-NEGOTIATION
QUESTIONNAIRE........................................................266
A3.6 STUDY 3: P O ST -NEGOTIATION
QUESTIONNAIRE......................................................268
A3.7 STUDY 3: ITEMS AND FACTOR LOADINGS FOR UNUSED VARIABLES
.............................
274
A3.8 STUDY 3: DESCRIPTIVE STATISTICS AND CORRELATIONS FOR UNUSED
VARIABLES 275
|
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| author | Zhang, Hong |
| author_facet | Zhang, Hong |
| author_role | aut |
| author_sort | Zhang, Hong |
| author_variant | h z hz |
| building | Verbundindex |
| bvnumber | BV044514012 |
| ctrlnum | (OCoLC)1045076341 (DE-599)BVBBV044514012 |
| format | Thesis Book |
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| genre | (DE-588)4113937-9 Hochschulschrift gnd-content |
| genre_facet | Hochschulschrift |
| id | DE-604.BV044514012 |
| illustrated | Not Illustrated |
| indexdate | 2024-07-10T07:54:40Z |
| institution | BVB |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-029913732 |
| oclc_num | 1045076341 |
| open_access_boolean | |
| owner | DE-188 |
| owner_facet | DE-188 |
| physical | XVI, 275 Seiten Diagramme |
| publishDate | 2017 |
| publishDateSearch | 2017 |
| publishDateSort | 2017 |
| record_format | marc |
| spelling | Zhang, Hong Verfasser aut Issue-packaging agenda and strategies in multi-issue negotiation vorgelegt von Hong Zhang Berlin 2017 XVI, 275 Seiten Diagramme txt rdacontent n rdamedia nc rdacarrier Dissertation Freie Universität Berlin 2017 Mehrebenen-Verflechtung (DE-588)4801271-3 gnd rswk-swf Mehrfache Zielsetzung (DE-588)4120724-5 gnd rswk-swf Public-Choice-Theorie (DE-588)4233109-2 gnd rswk-swf Kognition (DE-588)4031630-0 gnd rswk-swf Ökonomische Theorie der Politik (DE-588)4043214-2 gnd rswk-swf Verhandlungsführung (DE-588)4187777-9 gnd rswk-swf Verhandlungstheorie (DE-588)4139583-9 gnd rswk-swf Experimentelle Wirtschaftsforschung (DE-588)4252654-1 gnd rswk-swf (DE-588)4113937-9 Hochschulschrift gnd-content Verhandlungstheorie (DE-588)4139583-9 s Mehrebenen-Verflechtung (DE-588)4801271-3 s Ökonomische Theorie der Politik (DE-588)4043214-2 s Public-Choice-Theorie (DE-588)4233109-2 s Experimentelle Wirtschaftsforschung (DE-588)4252654-1 s DE-604 Verhandlungsführung (DE-588)4187777-9 s Mehrfache Zielsetzung (DE-588)4120724-5 s Kognition (DE-588)4031630-0 s DNB Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=029913732&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Zhang, Hong Issue-packaging agenda and strategies in multi-issue negotiation Mehrebenen-Verflechtung (DE-588)4801271-3 gnd Mehrfache Zielsetzung (DE-588)4120724-5 gnd Public-Choice-Theorie (DE-588)4233109-2 gnd Kognition (DE-588)4031630-0 gnd Ökonomische Theorie der Politik (DE-588)4043214-2 gnd Verhandlungsführung (DE-588)4187777-9 gnd Verhandlungstheorie (DE-588)4139583-9 gnd Experimentelle Wirtschaftsforschung (DE-588)4252654-1 gnd |
| subject_GND | (DE-588)4801271-3 (DE-588)4120724-5 (DE-588)4233109-2 (DE-588)4031630-0 (DE-588)4043214-2 (DE-588)4187777-9 (DE-588)4139583-9 (DE-588)4252654-1 (DE-588)4113937-9 |
| title | Issue-packaging agenda and strategies in multi-issue negotiation |
| title_auth | Issue-packaging agenda and strategies in multi-issue negotiation |
| title_exact_search | Issue-packaging agenda and strategies in multi-issue negotiation |
| title_full | Issue-packaging agenda and strategies in multi-issue negotiation vorgelegt von Hong Zhang |
| title_fullStr | Issue-packaging agenda and strategies in multi-issue negotiation vorgelegt von Hong Zhang |
| title_full_unstemmed | Issue-packaging agenda and strategies in multi-issue negotiation vorgelegt von Hong Zhang |
| title_short | Issue-packaging agenda and strategies in multi-issue negotiation |
| title_sort | issue packaging agenda and strategies in multi issue negotiation |
| topic | Mehrebenen-Verflechtung (DE-588)4801271-3 gnd Mehrfache Zielsetzung (DE-588)4120724-5 gnd Public-Choice-Theorie (DE-588)4233109-2 gnd Kognition (DE-588)4031630-0 gnd Ökonomische Theorie der Politik (DE-588)4043214-2 gnd Verhandlungsführung (DE-588)4187777-9 gnd Verhandlungstheorie (DE-588)4139583-9 gnd Experimentelle Wirtschaftsforschung (DE-588)4252654-1 gnd |
| topic_facet | Mehrebenen-Verflechtung Mehrfache Zielsetzung Public-Choice-Theorie Kognition Ökonomische Theorie der Politik Verhandlungsführung Verhandlungstheorie Experimentelle Wirtschaftsforschung Hochschulschrift |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=029913732&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| work_keys_str_mv | AT zhanghong issuepackagingagendaandstrategiesinmultiissuenegotiation |